Tweet

What Makes An Ideal Prospect?

Written by: Paul Tobey

Article Overview: There are 3 traits that identify an ideal prospect that most of us already know about. But there is a fourth trait that once you know what it is will help you target your prospects more accurately and therefore more successfully than your competition.

What Makes An Ideal Prospect?

Here's a challenge for you. There are four traits of an ideal prospect.

Here are the first three:

1. They want your product.

2. They have the ability to pay for your product.

3. They have the authority to purchase your product.

Almost every course on prospecting talks about the first three, but I've left the fourth trait out. It’s seldom talked about, but it's the most important.

In fact, it's the key to successful marketing and to building a successful business.

What’s the fourth?

Trait number 4. They have bought products and services similar to yours before.

If they have bought before it means they have an established need and have demonstrated a willingness to spend money to solve the problem. Contrast this with people who may have a need but have no interest in solving the problem.

When I was at school studying marketing, my lecturer told a story of two shoe salesmen who visited a poor African country to determine if there was a market for their products.

When they got there, each noticed that almost none of the population wore shoes.

One salesperson sent a telex back to his head office….Yes, in those days they used telex. Can you believe it?

The telex read; “This is a fantastic market. 90% of the population does not wear shoes. I will be staying here an extra week to set up local agents.”

The other salesman also sent a telex to his office. This one read; “This is a terrible market. 90% of the population does not wear shoes. Returning on the next flight.”

Which one do you think was right?

In my view it was the second. Yes, there was a need, but the people were not predisposed to buying. To win in this market, you would have to educate about the reasons for wearing shoes and change the culture. Not a very easy task.

To what extent are you chasing people to buy your products and services who are not predisposed to buying? Do they perceive the need the way you do?

If you are doing this, what is it costing you?

So how do you find people who have previously bought? One of the best ways is to access them with joint ventures.

For example, suppose you sell driver safety training programs. You could look for businesses who sell other kinds of non-competing safety training to the same companies you are trying to attract.

Have them introduce you to their clients and share the profits with them.

Related Articles
  Be Specific
  Make More Sales: Reject Prospects And Fire Clients
  “BEST WAYS TO IDENTIFY YOUR IDEAL CLIENTS & CUSTOMERS”
  Top 6 Factors for Killing an Opportunity or Prospect
  Top 3 Ways to Influence Your Bottom Line

Article Tags:



Related Forum Posts
Re: Stopping Drive-by Spam - I've also noticed that in this and other forums. I wonder why they do it that way. Makes it easier to catch them. I suppose it's probably just laziness. I've even seen the same person spam the same thread multiple times one after another with the exact same post. I guess that just how stupid some of these spammers are!!!
How does one suggest improvements to inventions - and get paid for them? I'm sure people write in and complain and suggest new features for various things they buy... and if those changes are implemented that's all well and good, but the person who made the suggestion for the improvment isn't going to get paid for it. How does one suggest these improvements - and get paid for them? ----long story One of the best things the PC did (at least, Dell) was to color code all their little plugs, so you know that the green plug goes into the green hole, the pink into the pink, etc. Makes setting up those things a heckuva lot easier! I was thinking that the same thing should be done for today's TVs! I've had a new TV for a few weeks, set up next to my computer because I like to work and watch TV at the same time. But I've got it set up in such a way that I can't see all the little buttons on the top of the screen, which are the buttons for Stop, Play, Eject (for the internal DVD) , the Volume up and down, and the Channel up and down. Of course, that wasn't a problem when my remote control worked, but for some reason it stopped working a couple of weeks ago. (Yes, I replaced the battery - no good). Since I have the TV so close to my computer it's no problem, I can reach out and touch the buttons... But because they're all the same color, I had to actually get up and look at them to make sure I was pressing the right button. I've solved that problem by attaching a bit of yellow paper to the Play button, and a bit of orange paper to the Volume Up button. Makes things a lot easier...
coach needs a coach - Yes... I remember that my coach had a coach. Makes perfect sense. Plus you're getting more stimulation as to HOW to be a better coach.
Re: Hiring introverts vs. extroverts - [quote="Evan":37xmbjab]It's generally hard to be a good salesperson if you are an introvert.[/quote:37xmbjab] Evan, I was thinking about the same right? Then I was put in charge of training sales teams and found out interesting traits among the successful ones. Often times, the extroverts talk "too much" and kill a sale. They attempt to overcome every objection by giving answers while NOT understanding they are not hearing true objections. When objections are answered but the buyers aren't proceeding for transaction, they're not telling you the real objection. When that happens, there is a psychological shift occurs that the more you appear needy to sell as a salesperon, the less attractive your sales team becomes because people like to be facilitated instead of being sold. So the hybrid of both characteristics will serve best in sales. The tone of your voice, posture, attitude, all work well... and you want to look confident, mature, calm and not attached to the end result of the transaction. It's like saying.... Mr. Prospect, I certainly would love to welcome you as a customer, but even if you don't proceed, it wouldn't be my loss... but saying this through your tone of voice, look on your face and everything else instead of in words. And some extroverts ones have hard time expressing these messages through unspoken communications, seeking approval for their answers to customers objections by speaking too much. Interesting isn't it? Warmest Regards, Takuya
Re: Eng Lit Academic Site Up For Review - DH, First of all I'd like to say you have great content on your site! Obviously you are passionate and knowledgeable about your niche. Makes "working" on it much easier, right? Ok, I'm going to give you my first impressions. I'd like to see you put some more effort into your sites header template. A bit plane, or should I say too much color if you're going to go with the simple look which isn't a bad thing. Also instead of just your domain name on your header, maybe a tag line might spruce it up a bit? You know what I mean, something like.... English-Renaissance.net ....and then under that....maybe.... Writers of the English Renaissance Resources & Reviews. (just off the top of my head mind you) #2 Getting your visitors to interact by submitting their writings etc for review is great way to build more content, traffic, pagerank, and the snowball continues. I'll add more later. That's just my first impression and thoughts. Cheers, Zac


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Here's a great ROI

How To Become A Member of the Paparazzi

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.